Perreault−McCarthy: Basic
Marketing: A
Global−Managerial
Approach, 14/eBack Matter Notes © The McGraw−Hill
Companies, 2002782 Notes
12.Jakki J. Mohr, Robert J. Fisher, and John R. Nevin, “Collaborative
Communication in Interfirm Relationships: Moderating Effects of Inte-
gration and Control,” Journal of Marketing, July 1996, pp. 103–15; Joseph
P. Cannon, “Contracts, Norms, and Plural Form Governance,”Journal of
the Academy of Marketing Science,Spring 2000, pp. 180–195; Amy E. Cox
and Orville C. Walker, “Reactions to Disappointing Performance in
Manufacturer-Distributor Relationships: The Role of Escalation and
Resource Commitments,” Psychology & Marketing, December 1997, pp.
791–821; Rajiv P. Dant and Patrick L. Schul, “Conflict Resolution
Processes in Contractual Channels of Distribution,” Journal of Marketing,
January 1992, pp. 38–54.
13.“Get Great Results from Salespeople by Finding What Really
Moves Them,” Investor’s Business Daily, July 2, 2001, p. A1.
14.“For Two Tire Makers, a Flat-Out Pitch for Safer Wheels,” The Wall
Street Journal,July 3, 1997, p. B4; “Bridgestone Takes on Goodyear in
Aggressive Campaign,” The Wall Street Journal,April 16, 1997, p. B2;
“Goodyear Revs Image,” Brandweek,February 10, 1997, p. 12; “Goodyear
Wins Court Dispute with Dealers,” The Wall Street Journal,July 2, 1996,
p. B6; “Stan Gault’s Designated Driver,” Business Week,April 8, 1996,
pp. 128–30; “Goodyear Drives Home Lifetime Promise,” The Wall Street
Journal,March 7, 1996, p. B8; “Goodyear Expands Just Tires by Convert-
ing Full Service Centers,” Discount Store News,May 16, 1994, p. 6;
“Goodyear Plans to Sell Its Tires at Sears Stores,” The Wall Street Journal,
March 3, 1992, p. B1ff.; Thomas L. Baker, “Leaders in Selling and Sales
Management: An Analysis of the Impact of Sales and Marketing Princi-
ples on the Career of Stanley C. Gault,” Journal of Personal Selling & Sales
Management,Spring 1993, pp. 91–94; Wujin Chu and Paul R. Messinger,
“Information and Channel Profits,” Journal of Retailing, Winter 1997, pp.
487–99; Donald V. Fites, “Make Your Dealers Your Partners,” Harvard
Business Review, March–April 1996, pp. 84–95; John F. Tanner, Rick E.
Ridnour, and Stephen B. Castleberry, “Types of Vertical Exchange Rela-
tionships: An Empirical Re-Examination of the Cadre/Hired-Hand
Distinction,” Journal of Marketing Theory & Practice, Summer 1997, pp.
109–25; Zhan G. Li and Rajiv P. Dant, “An Exploratory Study of Exclu-
sive Dealing in Channel Relationships,” Journal of the Academy of
Marketing Science, Summer 1997, pp. 201–13.
15.“Kimberly-Clark Keeps Costco in Diapers, Absorbing Costs Itself,”
The Wall Street Journal,September 7, 2000, p. A1ff.
16.For more on what’s happening in the beer industry, see “How Big
Brewers Are Sidling into Retail,” The Wall Street Journal,May 18, 1998,
p. B1ff.; “Amid Probe, Anheuser Conquers Turf,” The Wall Street Journal,
March 9, 1998, p. B1ff.; “Some Liquor Makers Are Happy if You Switch
to Beer—as Long as It’s Theirs,” The Wall Street Journal,May 23, 1996, p.
B1ff. See also “Making the Middleman an Endangered Species,” Business
Week,June 6, 1994, pp. 114–15; Jule B. Gassenheimer et al., “Models of
Channel Maintenance: What Is the Weaker Party to Do?” Journal of
Business Research,July 1994, pp. 225–36; Gregory T. Gundlach, Ravi S.
Achrol, and John T. Mentzer, “The Structure of Commitment in
Exchange,” Journal of Marketing,January 1995, pp. 78–92; Jan B. Heide,
“Interorganizational Governance in Marketing Channels,” Journal of
Marketing,January 1994, pp. 71–85; Jean L. Johnson et al., “The Exercise
of Interfirm Power and Its Repercussions in U.S.-Japanese Channel Rela-
tionships,” Journal of Marketing,April 1993, pp. 1–10.
17.“Mothers Work: Giving the Lady What She Wants,” Fortune,
October 30, 2000, pp. T208BB–HH.
18.Ravi S. Achrol, “Changes in the Theory of Interorganizational
Relations in Marketing: Toward a Network Paradigm,” Journal of the
Academy of Marketing Science, Winter 1997, pp. 56–71; Aric Rindfleisch
and Jan B. Heide, “Transaction Cost Analysis: Past, Present, and Future
Applications,” Journal of Marketing, October 1997, pp. 30–54; Robert F.
Lusch and James R. Brown, “Interdependency, Contracting, and Rela-
tional Behavior in Marketing Channels,” Journal of Marketing, October
1996, pp. 19–38; Robert D. Buzzell, “Is Vertical Integration Profitable?”
Harvard Business Review,January–February 1983, pp. 92–102; Michael
Etgar and Aharon Valency, “Determinants of the Use of Contracts in
Conventional Marketing Channels,” Journal of Retailing,Winter 1983,
pp. 81–92; Louis W. Stern and Torger Reve, “Distribution Channels as
Political Economies: A Framework for Comparative Analysis,” Journal of
Marketing,Summer 1980, pp. 52–64.
19.“Special Report: Partners,” Business Week,October 25, 1999, pp,
106–30.
20.“A Talk with the Man Who Got Rayovac All Charged Up,” Busi-
ness Week,February 21, 2000, pp. 32F–32H.
21.“Esprit’s Spirited Style Is Hot Seller,” USA Today,March 25, 1986,
p. B5; “Apparel Firm Makes Profits, Takes Risks by Flouting Tradition,”
The Wall Street Journal,June 11, 1985, p. 1ff; David Rylander, David
Strutton, and Lou E. Pelton, “Toward a Synthesized Framework of Rela-
tional Commitment: Implications for Marketing Channel Theory and
Practice,” Journal of Marketing Theory & Practice, Spring 1997, pp. 58–71;
Gary L. Frazier and Walfried M. Lassar, “Determinants of Distribution
Intensity,” Journal of Marketing, October 1996, pp. 39–51; Adam J. Fein
and Erin Anderson, “Patterns of Credible Commitments: Territory and
Brand Selectivity in Industrial Distribution Channels,” Journal of Market-
ing, April 1997, pp. 19–34.
22.“This Isn’t the Legend Acura Dealers Had in Mind,” Business
Week,November 28, 1988, pp. 106–10; “GM Speeds Its Makeover of
Car-Dealership Network,” The Wall Street Journal,June 6, 1997, p. A3ff.;
“GM’s Dealership Relocation Plan Runs into Resistance,” The Wall Street
Journal,April 3, 1997, p. B1ff.; “Radio Shack Looks like a Palace Now,”
Business Week,May 13, 1996, pp. 153–54.
23.“Antitrust Issues and Marketing Channel Strategy” and “Case 1—
Continental T.V., Inc., et al. v. GTE Sylvania, Inc.,” in Louis W. Stern
and Thomas L. Eovaldi, Legal Aspects of Marketing Strategy(Englewood
Cliffs, NJ: Prentice-Hall, 1984), pp. 300–361.
24.For more on Reebok, see 2000 Annual Report,Reebok; “Reebok’s
Direct Sales Spark a Retail Revolt,” Adweek’s Marketing Week,December
2, 1991, p. 7. See also Saul Sands and Robert J. Posch, Jr., “A Checklist
of Questions for Firms Considering a Vertical Territorial Distribution
Plan,” Journal of Marketing,Summer 1982, pp. 38–43; Debra L. Scam-
mon and Mary Jane Sheffet, “Legal Issues in Channels Modification
Decisions: The Question of Refusals to Deal,” Journal of Public Policy and
Marketing5 (1986), pp. 82–96. For more on VW Beetle sales online, see
“Volkswagen Drives Some Beetle Sales Online,” Investor’s Business Daily,
June 21, 2000, p. A8; “VW Rides a Hot Streak,” Newsweek, May 22,
2000, pp. 48–50; “VW Targets Web-Savvy with Online Beetle Offer,”
Advertising Age, May 8, 2000, p. 18. For more on Volvo sales online, see
“Driving through the Clutter,” Brandweek, November 27, 2000, pp.
IQ34–IQ36; “Volvo Plans Online Ad Campaign for Latest Launch,” The
Wall Street Journal,September 25, 2000, p. B1ff.; “Volvo, Seeking
Younger Buyers, Tries to Create a Sexier Image,” The Wall Street Journal,
August 26, 1999, p. B1ff.
25.Gregory T. Gundlach and Patrick E. Murphy, “Ethical and Legal
Foundations of Relational Marketing Exchanges,” Journal of Marketing,
October 1993, pp. 35–46; Craig B. Barkacs, “Multilevel Marketing and
Antifraud Statutes: Legal Enterprises or Pyramid Schemes?” Journal of the
Academy of Marketing Science, Spring 1997, pp. 176–77; Robert A.
Robicheaux and James E. Coleman, “The Structure of Marketing Chan-
nel Relationships,” Journal of the Academy of Marketing Science,Winter
1994, pp. 38–51; Brett A. Boyle and F. Robert Dwyer, “Power, Bureau-
cracy, Influence and Performance: Their Relationships in Industrial
Distribution Channels,” Journal of Business Research,March 1995, pp.
189–200.
26.“It’s Getting Easier to Return Items Bought on the Web,” Investor’s
Business Daily, Mary 1, 2001, p. A8; “Returning Gifts Bought Online
Presents Fewer Problems,” Investor’s Business Daily, January 22, 2001,
p. A8.- See, for example, “P&G to Stores: Keep the Dented Crisco
Cans,” The Wall Street Journal,March 21, 1997, p. B1ff.; “Turning Trash
into Cash,” Traffic Management,October 1993, pp. 46–48; Harvey Alter,